The Six Reasons for Using Scripts:
Improve On Each Call
Cold Calling Scripts: Initial Resistance Scripts
The Top 3 reflex responses you get when qualifying:
Reflex Response #1: “I’m not interested”
Reflex Response #2: “Just send the information”
Reflex Response #3: “We’re already taken care of.”
Next in Line Script:
How to Handle the Negative Prospect
How to Handle the Price Question:
How to eliminate screening – forever!
Always use Instructional Statements
Scripts to Deal With Assistants
The Definition of a Qualified Lead
The Six Things that need to be on your Qualifying Checklist:
Breaking It Down:
1) Buying Motives (Needs and Wants)
Sample Questions to reveal buying motives:
2) Why won’t they buy? (Potential Objections)
Sample Questions to reveal potential objections:
3) Who’s the Decision Maker?
Sample Questions to find the decision maker:
4) What is involved in the decision process?
Sample Questions to uncover the decision process:
5) What is your competition?
Sample Questions to discover your competition:
6) What’s the budget?
Sample Questions to uncover budget:
Identifying and Dealing with Red Flags
The Power of Assumptive Questions
Here are some examples:
How To Use Layering Questions
How to Handle Incoming Leads
How to Handle Voice Mail
Using Email to your advantage:
How to handle the initial resistance
Avoid the biggest mistake 80% of your so called
competition is making
Sample Opening #1:
Sample Opening #2:
Sample Opening #3:
Instant Closing Scripts
Sample Instant Close Script #1:
Sample Instant Close Script #2:
The Five-Step Method of Handling Objections
Step Two: Question and Isolate the Objection B-4 Answering it
Step Three: Answer the Objection (using a scripted response!)
Step Four: Confirm Your Answer:
Step Five: Ask For the Deal!
The Power of Trial Closes
Examples of Trial Closes:
FORTY PROVEN CLOSES TO MAKE YOU
SALESPERSON OF THE MONTH
"I need to show this to my (partner, boss, etc.)"
The Price is Too High
The Price is Too High—Again!
"I already have a broker or supplier,"
'I already have a broker or supplier #2,'
"I want to think about it,"
"I want to think about it #2,"
I Want to Think About It--#3
"I want to think about it, #4"
"I want to talk to my accountant,"
"Want to talk to their financial advisor,"
Financial or accountant advisor
We Just Don’t Have the Budget Now
"I can't afford it,"
"I just don't have the money now,"
"We don’t have the budget,"
"Price is too high,"
"Price is too high - again,"
"Question the objection that your prospect just gave you."
I Can Get a Better Deal Elsewhere
The Drop Close:
"Multiple choice close."
"Taking the prospect all the way through the close."
Ben Franklin close
"Just going to pass on this now"
"I don't know you, and I don't feel comfortable doing business
over the phone"
"Don't like the lack of control of the investment you are offering"
"It is still too risky,"
"Don't do business over the phone,"
"Close by asking for the order rather than going on."
"That's a nice feature isn't it,"
"Sitting on the fence,"
"New client account"
“I can get cheaper,"
"The Take away,"
"Take away #2"
"Now time to call them back,"
"Assuming the deal"
The Most Important Script You’ll Ever Use